Senior Manager, Commercial Excellence - Indonesia

This individual contributor role establishes and leads the Route to Market (RTM), In Store Execution Capability and Cold Drink Equipment (CDE) strategy and implementation, covering LRP, ABP and programs development, implementation and tracking / evaluation. These plans and program implementation should support topline volume, revenue, system margin and profitability. These plans also entail leading the development of the effective RTM/CDE/In Store Execution using all platforms (including digital / e- B2B) to determine best approach for optimal customer & consumer reach. 

Key Responsibilities:  

Route-to-Market (RTM)  

• Undertake detailed market assessments to help identify gaps and opportunities to further supplement the development of RTM solutions to maximize horizontal and vertical availability of KO brands as well as optimizing the revenue growth from new TCCC brands targeted for scale.  

• Develop the RTM LRP & ABP roadmap including the assessment of current RTM and outlining the pathway for the future for the country in partnership with the Senior Director Channel & Franchise as well as the bottler counterpart.  Leverage global and OU learnings to accelerate our portfolio distribution, salesforce effectiveness, reduction in out-of-stocks & cost-to-serve optimization using the RTM framework  

• Support implementation of the RTM Framework, cocreate toolkits that guide RTM implementation with a focus on long term deployable and scaled system solutions for KO and Bottlers. Support the teams (KO & bottler) in building capabilities and landing the optimal RTM plans in the markets.  

• Conduct in market workshops, meeting and other interventions with our frontline and bottling teams. Help in the design of a seamless tracking and reporting framework, and influence bottlers to improve the reporting processes and use digital capability for easy access & actionability.  

In Store Execution  

• Develop the LRP & ABP roadmap including the assessment of current RED for the country in partnership with the Senior Director Channel & Franchise as well as Global Commercial Team and the bottler counterpart.   

• Lead the delivery of the ASP commercial scorecard, ensure seamless alignment with the teams to capture the most updated numbers and to meet the required scorecard delivery timelines.   

Cold Drink Equipment (CDE)  

• Develop the CDE LRP & ABP roadmap including the assessment of current CDE and outlining the pathway for the future for the country in partnership with the Senior Director Channel & Franchise as well as the bottler counterpart. Support the design & rollout of CDE plans by providing support to the bottling teams with pilots and scaleup.   

• Leverage global learnings to accelerate our CDE rollout including equipment types and procurement of the most cost-effective solutions.   

• Undertake detailed market assessments to help identify gaps and opportunities to further supplement the development of CDE solutions to maximize cold availability of KO brands as well as optimizing the revenue growth from new planograms by channel and area.   

• Support scaled, efficient and speedy execution of the purchased equipment to drive incremental volume and revenue for the country in partnership with the bottler  

Qualifications & Requirements: 

• Business degree qualification minimum  

• At least 8 years of experience in Commercial planning and execution with good understanding of Commercial and Channel Strategy, RGM, Segmentation, RTM,  Asset Management, In-Store Execution  

• Proven Strategic and Analytical Skills as well as outstanding influencing skills.  

• Ability to think from planning to execution and identify capability gaps and opportunities.    

• Bottler Experience preferred